jrh
Well-Known Member
Some comments I made in the "Owner mentality" thread got me thinking about all the different things an instructor can do to boost the number of hours they bill each month. I thought I'd post mine here, then you can add yours. Hope this helps somebody:
Take the time to do thorough ground briefings, and bill for all ground time.
Be comfortable teaching on really windy days (especially important in Nebraska!).
If a plane goes down for maintenance, make a useful lesson in another plane, even if the backup plane is different from the first, rather than cancel the flight. For instance, if it's a G1000 vs. a conventional panel, tell the customer, "Hey, the panel is different, but we're only doing pattern work, so the panel doesn't really matter." Or if it's switching a 152 to a 172, say, "I know the plane will feel different, but for flying this cross country, the plane doesn't matter. The main goal is to see checkpoints, talk on the radio, etc. Plus, you wanted to get checked out in this plane after getting your license anyway, right?"
Always schedule customers for their next flight before they leave, rather than take the "I'll call you later" answer from them and don't hear from them for two weeks.
If you haven't heard from a customer in a while, call them up to find out why they haven't been flying lately. Don't let them drop off the map for too long.
If the weather is IFR, check the cloud tops and try to teach VFR maneuvers on top. This also inspires the customer to get an instrument rating in the future because they see how fun and useful it is.
Talk about what they'll do on the next lesson, to keep them excited about flying and anxious to come out to the airport again.
If the weather is solid IFR and you can't fly with your normal VFR customers, have a list handy of anyone working on their instrument rating, or even interested in an instrument rating. Call them up and see if they want to go get some time in the clouds.
Don't ever downplay a cross country as being "too long" for private pilot training. I've gone on 300 mile round trip cross countries with student pilots because that's where they wanted to go, and it kept their training fun.
Suggest longer than ordinary cross countries because the destination has something fun...an air museum, good restaurant, etc.
Be as flexible with your schedule as possible. They want to fly early in the morning? Do it. Late at night? Weekends? Do it.
If the customer is having a hard time finding a place in their schedule to fly, suggest a time, even if it's unusual. When I've suggested coming in at 8 p.m. for a normal lesson, I've oftentimes heard, "Oh, really? Sure! I didn't know you were willing to fly that late." One time I flew an instrument cross country, departing at 11 p.m. on Saturday night because that's the only time the customer and I had available.
I'm sure there are many more tricks. Please share!
Take the time to do thorough ground briefings, and bill for all ground time.
Be comfortable teaching on really windy days (especially important in Nebraska!).
If a plane goes down for maintenance, make a useful lesson in another plane, even if the backup plane is different from the first, rather than cancel the flight. For instance, if it's a G1000 vs. a conventional panel, tell the customer, "Hey, the panel is different, but we're only doing pattern work, so the panel doesn't really matter." Or if it's switching a 152 to a 172, say, "I know the plane will feel different, but for flying this cross country, the plane doesn't matter. The main goal is to see checkpoints, talk on the radio, etc. Plus, you wanted to get checked out in this plane after getting your license anyway, right?"
Always schedule customers for their next flight before they leave, rather than take the "I'll call you later" answer from them and don't hear from them for two weeks.
If you haven't heard from a customer in a while, call them up to find out why they haven't been flying lately. Don't let them drop off the map for too long.
If the weather is IFR, check the cloud tops and try to teach VFR maneuvers on top. This also inspires the customer to get an instrument rating in the future because they see how fun and useful it is.
Talk about what they'll do on the next lesson, to keep them excited about flying and anxious to come out to the airport again.
If the weather is solid IFR and you can't fly with your normal VFR customers, have a list handy of anyone working on their instrument rating, or even interested in an instrument rating. Call them up and see if they want to go get some time in the clouds.
Don't ever downplay a cross country as being "too long" for private pilot training. I've gone on 300 mile round trip cross countries with student pilots because that's where they wanted to go, and it kept their training fun.
Suggest longer than ordinary cross countries because the destination has something fun...an air museum, good restaurant, etc.
Be as flexible with your schedule as possible. They want to fly early in the morning? Do it. Late at night? Weekends? Do it.
If the customer is having a hard time finding a place in their schedule to fly, suggest a time, even if it's unusual. When I've suggested coming in at 8 p.m. for a normal lesson, I've oftentimes heard, "Oh, really? Sure! I didn't know you were willing to fly that late." One time I flew an instrument cross country, departing at 11 p.m. on Saturday night because that's the only time the customer and I had available.
I'm sure there are many more tricks. Please share!